Question 1

Persuasion works best:

Accepted Answer

A) through media-rich communication channels. 
B) with highly intelligent audiences. 
C) when emotional appeals are not used. 
D) when there is a clear profit motive for the persuader. 
E) when only one viewpoint is presented. 
A) through media-rich communication channels. 
B) with highly intelligent audiences. 
C) when emotional appeals are not used. 
D) when there is a clear profit motive for the persuader. 
E) when only one viewpoint is presented.

Question 2

Assertiveness:

Accepted Answer

A) refers to the process of gaining support from one or more people with higher authority or expertise. 
B) is an indicator that a person lacks power due to low centrality. 
C) is an attempt to increase liking by, or perceived similarity to, some targeted person. 
D) is also known as vocal authority. 
E) refers to the use of logical arguments, factual evidence, and emotional appeals to convince people of the value of a request. 
A) refers to the process of gaining support from one or more people with higher authority or expertise. 
B) is an indicator that a person lacks power due to low centrality. 
C) is an attempt to increase liking by, or perceived similarity to, some targeted person. 
D) is also known as vocal authority. 
E) refers to the use of logical arguments, factual evidence, and emotional appeals to convince people of the value of a request.

Question 3

A feature of influence is that it operates down the corporate hierarchy but not up or across that hierarchy.

Accepted Answer

A) True 
 B)False

Question 4

People who seldom trust coworkers and tend to use cruder influence tactics have:

Accepted Answer

A) strong Machiavellian values. 
B) a high level of organizational citizenship. 
C) excellent Skills for working in teams. 
D) more expert power than most people in organizations. 
E) strong work ethics. 
A) strong Machiavellian values. 
B) a high level of organizational citizenship. 
C) excellent Skills for working in teams. 
D) more expert power than most people in organizations. 
E) strong work ethics.

Question 5

A coalition attempts to influence people outside the group by pooling the resources and power of its members.

Accepted Answer

A) True 
 B)False

Question 6

People with expertise tend to have more influence using persuasion, whereas those with a strong legitimate power base are usually more successful applying _____.

Accepted Answer

A) upward appeal 
B) coalition formation 
C) silent authority 
D) assertiveness 
E) information control 
A) upward appeal 
B) coalition formation 
C) silent authority 
D) assertiveness 
E) information control

Question 7

Describe how social networks enhance the power of their members.

Accepted Answer

Social networks offer a variety of resou

Question 8

Beswick Company Your team is allocated a project involving a major client, the Beswick Company.Although the organization has many clients, this client, and project, is the largest source of revenue and affects the work of several other teams in the organization.The project requires continuous involvement with the client, so any problems with the client are immediately felt by others in the organization.According to the model of power, your team has:

Accepted Answer

A) very little power in the organization. 
B) a high degree of centrality. 
C) a high degree of substitutability. 
D) a low level of visibility. 
E) an absence of referent power. 
A) very little power in the organization. 
B) a high degree of centrality. 
C) a high degree of substitutability. 
D) a low level of visibility. 
E) an absence of referent power.

Question 9

The norm of reciprocity is a central and explicit theme in _____ strategies.

Accepted Answer

A) persuasion 
B) exchange 
C) upward appeal 
D) impression management 
E) coalition 
A) persuasion 
B) exchange 
C) upward appeal 
D) impression management 
E) coalition

Question 10

Legitimate power occurs when:

Accepted Answer

A) the manager can remove negative sanctions. 
B) the manager is able to reward or punish the employees. 
C) the manager has the capacity to influence others on the basis of identification with and respect for the power-holder. 
D) employees are blinded by the manager's charisma. 
E) it is agreed that people in certain roles can request certain behaviors of others. 
A) the manager can remove negative sanctions. 
B) the manager is able to reward or punish the employees. 
C) the manager has the capacity to influence others on the basis of identification with and respect for the power-holder. 
D) employees are blinded by the manager's charisma. 
E) it is agreed that people in certain roles can request certain behaviors of others.

Question 11

Referent power is mainly developed through a person's interpersonal Skills.

Accepted Answer

A) True 
 B)False

Question 12

The freedom to exercise judgment in an organization is called _______.

Accepted Answer

A) visibility 
B) absorption 
C) centrality 
D) discretion 
E) persuasion 
A) visibility 
B) absorption 
C) centrality 
D) discretion 
E) persuasion

Question 13

A person who has legitimate, reward, and coercive power over others in an organization is most likely to:

Accepted Answer

A) feel free from others' authority. 
B) feel a sense of duty or responsibility over the people over whom they have power. 
C) engage in more automatic thinking. 
D) rely more on stereotypical thinking. 
E) have difficulty empathizing. 
A) feel free from others' authority. 
B) feel a sense of duty or responsibility over the people over whom they have power. 
C) engage in more automatic thinking. 
D) rely more on stereotypical thinking. 
E) have difficulty empathizing.

Question 14

By avoiding written documentation of how to operate equipment or serve customers, employees are maximizing their expert power through non-substitutability.

Accepted Answer

A) True 
 B)False

Question 15

Which of these refers to the degree and nature of interdependence between the power holder and others?

Accepted Answer

A) Visibility 
B) Substitutability 
C) Centrality 
D) Discretion 
E) Expertise 
A) Visibility 
B) Substitutability 
C) Centrality 
D) Discretion 
E) Expertise

Question 16

Organizational politics tends to increase in situations where decisions become routine and programmed.

Accepted Answer

A) True 
 B)False

Question 17

Which of the following refers to availability of alternatives?

Accepted Answer

A) Visibility 
B) Substitutability 
C) Centrality 
D) Discretion 
E) Referent power 
A) Visibility 
B) Substitutability 
C) Centrality 
D) Discretion 
E) Referent power

Question 18

The preferred influence tactics vary across cultures.

Accepted Answer

A) True 
 B)False

Question 19

Reward power is associated with charisma.

Accepted Answer

A) True 
 B)False

Question 20

Organizational politics may be reduced by:

Accepted Answer

A) cutting back resources available to organizational units. 
B) encouraging leaders to become role models of organizational citizenship instead of symbols of successful organizational politicians. 
C) being more tolerant of employees who use political tactics to get what they want from the organization. 
D) selecting employees with a high need for personalized power. 
E) conducting background checks on potential employees. 
A) cutting back resources available to organizational units. 
B) encouraging leaders to become role models of organizational citizenship instead of symbols of successful organizational politicians. 
C) being more tolerant of employees who use political tactics to get what they want from the organization. 
D) selecting employees with a high need for personalized power. 
E) conducting background checks on potential employees.

Persuasion works best:

Assertiveness:

A feature of influence is that it operates down the corporate hierarchy but not up or across that hierarchy.

People who seldom trust coworkers and tend to use cruder influence tactics have:

A coalition attempts to influence people outside the group by pooling the resources and power of its members.

People with expertise tend to have more influence using persuasion, whereas those with a strong legitimate power base are usually more successful applying _____.

Describe how social networks enhance the power of their members.

The norm of reciprocity is a central and explicit theme in _____ strategies.

Legitimate power occurs when:

Referent power is mainly developed through a person's interpersonal Skills.

The freedom to exercise judgment in an organization is called _______.

A person who has legitimate, reward, and coercive power over others in an organization is most likely to:

By avoiding written documentation of how to operate equipment or serve customers, employees are maximizing their expert power through non-substitutability.

Which of these refers to the degree and nature of interdependence between the power holder and others?

Organizational politics tends to increase in situations where decisions become routine and programmed.

Which of the following refers to availability of alternatives?

The preferred influence tactics vary across cultures.

Reward power is associated with charisma.

Organizational politics may be reduced by:

Introduction to the Field of Organizational Behavior

Individual Behavior, Personality, and Values

Perceiving Ourselves and Others in Organizations

Workplace Emotions, Attitudes, and Stress

Foundations of Employee Motivation

Applied Performance Practices

Decision Making and Creativity

Team Dynamics

Communicating in Teams and Organizations

Conflict and Negotiation in the Workplace

Leadership in Organizational Settings

Designing Organizational Structures

Organizational Culture

Organizational Change

Filters

Exam 10: Power and Influence in the Workplace

Persuasion works best:

Assertiveness:

A feature of influence is that it operates down the corporate hierarchy but not up or across that hierarchy.

People who seldom trust coworkers and tend to use cruder influence tactics have:

A coalition attempts to influence people outside the group by pooling the resources and power of its members.

People with expertise tend to have more influence using persuasion, whereas those with a strong legitimate power base are usually more successful applying _____.

Describe how social networks enhance the power of their members.

The norm of reciprocity is a central and explicit theme in _____ strategies.

Legitimate power occurs when:

Referent power is mainly developed through a person's interpersonal Skills.

The freedom to exercise judgment in an organization is called _______.

A person who has legitimate, reward, and coercive power over others in an organization is most likely to:

By avoiding written documentation of how to operate equipment or serve customers, employees are maximizing their expert power through non-substitutability.

Which of these refers to the degree and nature of interdependence between the power holder and others?

Organizational politics tends to increase in situations where decisions become routine and programmed.

Which of the following refers to availability of alternatives?

The preferred influence tactics vary across cultures.

Reward power is associated with charisma.

Organizational politics may be reduced by:

Introduction to the Field of Organizational Behavior

Individual Behavior, Personality, and Values

Perceiving Ourselves and Others in Organizations

Workplace Emotions, Attitudes, and Stress

Foundations of Employee Motivation

Applied Performance Practices

Decision Making and Creativity

Team Dynamics

Communicating in Teams and Organizations

Conflict and Negotiation in the Workplace

Leadership in Organizational Settings

Designing Organizational Structures

Organizational Culture

Organizational Change

Filters